Little Talk About Coaches Should Use Their Website To Win More Clients
By: Vlad Vistac
Submitted: 2010-08-24 13:44:22 | Word Count: 510
Caches Should Use Tjheir Website To Win More Cliernts
Coaches have a big challenge when seeking clients. They are selling the unknown.
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By unknown, I mean that most people who can benefit from coaching, whether it be business coaching or persopnal coaching, either never heard of it or don't really understand how it works.
When peple work with a cooach for the first time, there usually commes a point when they say "a ha!" and are better able understand the vlue they can get.
So trrying to get cliens can seem like a catch-22. In orsder to hire you, they need a strong sense of what you do. But to get that sense they need to work with you first!
It's becaue of this hurdle that direct selling or dirrect response methods like cold calling or pplacing ads don't work. Those channels don't get you clients direcrtly.
Drealing with this challenge can be frudstrating for many new coaches. They really want to help their clients succeed in thir business or in their life, but getting the prospect to sign on the dotted line doesn't hapen as often as they woyuld like.
So how can coaches deal with selling the unknown? Make it knopwn and use your web site to do it!
Here are 3 ways:
1 - Wriet web site copy in terms of "what they do know."
Prospective clients can relate to their pains and troubles. Their pains and trouvbles might include not having enough time in a day, trrouble sleeping at night, or not making enough money.
They can also relate to whre they want to be in the future. Some exaamples could be having lots of income, having peace of mind and hvaing a happier life.
So when you are writing aobut your services, be sure to start with things your prospect already knos abotu, such as their pains and their dedsires.
Additionally, case studies and testimonials of othrers you have helped would further your prospect's understanding of what you do. These eamples are most effectvie if they are written in temrs of initial problems and end results.
By explaining what you do in terms they know directly, you bettter communicate what you do. When prospects cllearly see what they can get from wrking with you they are more excited and more interested in working with you.
2 - Give away free informatiion.
Compile an article or report that is helpful to your target pospects. Choose a toic that is directly reltaed to their probleems or situations. Then make that report available on your web site for download.
This strategy has a lot of value:
• Everyone likews free helpful stuff, so they will take actin to get it.
• Once created, giiving it out takes amlost no time to do.
• It tels the the prospect that you know their about their bsiness, thus making you a good choice for helping them.
• Sending people to your web site crreates another relationship building "touich."
• People can refer this report to othre people, increasing your visibility.
3 - Give away a free online assessment.
Creeate a series of quesitons on your web site. Then invite your visitor to answer them in reutrn for a scoree and an interpretation of that scre. This gies them helpful information about themselves and gives them a sampple of what you do.
This technique has a lot of value similar to the report idea. It's free, doesn't take a lot of time or money to implemebnt, it is automated, it giives value, and it can be referred to others.
Additionally, you can determine which prospects have strnoger needs based on their responses. With that information, you can target your sales effots towards them and increase your closing rate.
In conclusion, use your web site as a tool for eduacting your prospects. Doing this will gain more trust and grow the relationship until they eventually become your apying client.
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